‘SELL HIGH, SELL BIG!’ ENGAGE EARLY WITH THE RIGHT EXECUTIVES TO WIN DEALS AN ‘ORDER OF MAGNITUDE’ BIGGER.

Overview:

Mega Deals will develop your vision based strategic conversation skills. You will learn how to uncover and understand the customer’s vision, and be able to identify the relevant points of interaction with your products and services. You will be able to communicate how your offering will accelerate your customer vision and strategy, therefore creating value and maximizing the deal size and opportunity, while forging a long-term relationship.

Learning Outcomes:

• Identify and understand your customer’s corporate vision
• Use various data systems to confirm and correlate the components of your customer’s vision
• Align your products and services with your customer’s corporate vision
• Identify the visionaries inside the customer/company
• Build proposals with the corporate visionary
• Build a strategic proposal with a “timeline of relevance” which accelerates the mutual vision
• Position your company as a true strategic partner
• Use your customer’s competitive environment to drive the opportunity forward
• Build and maintain relationships with the “strategic players” within the customer
• Develop and use “strategic vocabulary”

Who this course is for:

Sales people who want to increase their average transaction size by an order or more of magnitude. You are likely to already be among the top performers within your organization.

Benefits to you:

Determine how to position and sell your products and services whilst accelerating your customer’s strategy. You will be able to understand and align with your customer’s environment and effectively target your products and services for maximum deal potential. Developing your expertise to build and pitch an efficient proposal aligned with your corporate strategy produces a deeper understanding of how to position your company as a true strategic partner.

Benefits to your organization:

Delegates will form strategic long-term relationships with key executives, by delivering significant business and personal value to them and their organization. Aligning your products and services to the customer’s business strategy will ensure maximum value for the customer and a relationship the customer cannot do without.